International Journal of Business and Management September, 2008

Comparative Analysis of Rural and Urban Indian

Consumers’ Attitude towards Foreign Products
Jagwinder Singh (Corresponding Author)
Lecturer (Senior Scale), Dept. of Management, Dr B R Ambedkar National Institute of Technology
(Deemed University) Jalandhar-144011, Punjab, India
Tel: 091 98885 03708 E-mail: jagwinpandher@yahoo.co.in

B B Goyal
Reader, University Business School, Panjab University Chandigarh-160014, India
Tel: 091 94173 07276 E-mail: ubschd@yahoo.co.in
Abstract
India has been acknowledged as one of the most promising and fastest growing economy of the world. Besides
urban and semi-urban areas, rural India has a huge potential. Many foreign brands are dominating particularly in
consumer durable category. The purpose of the study is to understand the comparative attitudes of rural and urban
Indian consumers towards the foreign products against Indian products. Both rural and urban consumers have rated
foreign products very high as compared to domestic products. Rural consumers were found more impressed than
their urban counterparts with foreign products in terms of maintenance services, technical advancement, prestige,
durability, quality/performance, and wide choice of size and model. No significant differences were observed
between rural and urban consumers in terms of ‘good style and appearance’. Indian producers in the coming times
are going to face a very strong threat from foreign brands, particularly in consumer durable category.
Keywords: Foreign brands, Consumer durables, Rural and Urban consumers, Attitude
1. Introduction
India is the world's 12th-largest consumer market. By 2025, it is projected to be ahead of Germany, the fifth largest,
according to a recent McKinsey (2007) survey. The biggest strength of Indian markets lies in the size, not in
individual spending. With the rise in income, over 291 million people will move from desperate poverty to a more
sustainable life, and India’s middle class will increase incredibly by over ten times from its current size of 50 million
to 583 million people. Besides urban and semi-urban areas, rural India has a huge potential. Indian corporations
have now recognized the importance of rural markets. It is evident from the efforts made by the companies like
Coke, ITC (Indian Tobacco Company) and Hindustan Lever Limited. According to Rajan (2005), Coke, in India has
doubled the number of outlets in rural areas from 80 000 in 2001 to 160 000 in 2003, and increased market
penetration from 13 per cent to 25 per cent. ITC Limited and Hindustan Lever Limited (now Hindustan Unilever
Limited) have initiated rural approach through strategic initiatives such as e-choupals and Project Shakti.
In case of white goods and automobiles, the differences between prices of national and foreign brands have been
narrowed down. Majority of the companies have introduced number of services to induce the consumers. Bargaining
power of consumers has increased tremendously than ever before due to intense competition. The phenomenal
growth of media, availability of loans and lowering of interest rates have caused sudden rush for these products.
Liberalization and opening up of the economy has exposed the middle class of the country to the quality products at
the competitive prices. There is a huge flow of foreign brands into the Indian market. There have been major
structural changes in the economy as a result of globalization. The competition has been intensified.
The state like Punjab gets a favorable ranking in terms of ownership of assets, consumer durables, two-wheelers,
and cars in rural areas. In rural Punjab there are many families whose one or more family members have gone
abroad. Their standard of living is even far better than many of the urban residents.
2. Literature Review
The gross domestic product (GDP) growth in India is hovering between 7-8 percent. India has been acknowledged
as one of the most promising and fastest growing economy of the world. Today virtually all big MNCs are operating
in India. LG and Samsung have burst into the consumer’s mind space (Vedpuriswar, 2006). The greatest challenge
that India faces is that it has yet to join the rank of developed countries. Also the other major challenge is pulling the

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population out of poverty. India has remained a ‘shortage’ economy for the last few decades. Still wheat is imported
from foreign nations.
Foreign brands such as Hyundai (South Korea), Daewoo (South Korea), General Motors (USA), Ford (USA) are
threatening the Indian car manufacturers, whereas Sony (Japan), Samsung (South Korea), LG (South Korea) have
penetrated deeply into Indian television sets market. Whirlpool (US) is dominating in the washing machine segment.
The other foreign brands like Nike and Adidas are also expanding in the Indian market at a very rapid pace. The
foods chains like McDonalds, Domino, Pizza Hut, KFC (Kentucky Fried Chicken) have made their presence felt on
the Indian soil. However Indian brands particularly in categories like tea, chocolates, ice-creams and toothpastes
have put up a brave front against foreign brands.
A large number of firms have taken the advantage of positive image of their country-of-origin and have helped the
marketers favorably (Papadopoulos et al, 1993). Though national reputations for products vary from
country-to-country, yet consumers tend to generalize their attitudes and opinions across products from a given
country, based on their familiarity and background with the country (Kinra, 2006). It has also been found that
sometimes emotional component dominates over the rational aspect while evaluating the products. Consumers
develop the country image through familiarity with their products. The country images with the existing products
can also be transferred to new or unfamiliar products (Agarwal and Sikri, 1996). Country image may represent the
overall perception about the quality of products made in a particular country (Crawford and Garland, 1988). The
country of manufacturing and product quality strongly affect consumer decision making in globally available
product categories. The image of the country is created by the representative products, national features of the
country, economic and political background, history and traditions. The studies in western countries have revealed
that the consumers of these countries have a tendency to favor the domestically made products over foreign goods.
Highly ethnocentric consumers prefer those overseas products that are manufactured in culturally similar countries.
The country-of-origin acts as an extrinsic cue that assures quality and minimizes the risk of the consumers (Cordell,
1992). Some studies have found that the extent of ethnocentricity depends upon demographic variables such as age
and educational level. Doob (1964) has observed personality traits like patriotism or nationalism may not necessarily
mean hostility to foreign countries. Similarly world minded consumers does not necessarily have lack of love for
their own country. Therefore, buying foreign goods may not necessarily affect their spirit of nationalism. Kaynak et
al (2000) found in their study that Bangladeshi consumers overwhelmingly preferred imported products from
western countries, though their perception differed across product class. Ettenson (1993) have observed that
country-of-origin has differential effect and greater than the effect of brand name. The military and economic rivalry
between China and Japan reduces Chinese consumers’ willingness to buy a Japanese product (Klein et al, 1998).
Bhuian (1997) observed in Saudi Arabia more positive attitude of the consumers towards the products from USA,
Japan, Germany, Italy, UK and France.
3. Methodology
The study has been carried out in Ludhiana district of Punjab state (India) and adjacent rural areas of the city during
November-December, 2007. Ludhiana is the most centrally located and populated district of the state with about 12
per cent population of the Punjab state reside in this district. One hundred households (fifty each from rural and
urban area) were selected for study on the basis of convenience sampling. Rural area corresponds to villages of the
district and urban area corresponds to those who live in Ludhiana city. The sample does not cover people of
semi-urban areas of the district such as towns/sub-towns that come in Ludhiana district. All respondents had their
total household income in the range of three to five lac (1 lac= 0.1 million) rupees per annum. This means that they
belonged to the dominating middle class of the country. The households were asked to respond to a set of statements
pertaining to eight variables in terms of their agreement to the statements (strongly agree, agree, indifferent, disagree,
and strongly disagree). A five-point scale was later used to evaluate statements using 5 for strongly agree and 1 for
strongly disagree. The study has been carried out with a view to understand the comparative attitudes of rural and
urban consumers towards the foreign brands in terms of following aspects of the consumer durable products such as
cars, televisions, refrigerators, washing machines, and microwave ovens:
(1)Better Durability (Greater Life)
(2)Technical Advancement
(3)Wide Choice of Size and Model
(4)Good Style and Appearance
(5)More Prestige
(6)Maintenance Services

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(7)Better Quality/Performance
(8)Greater Value for Money
The consumers were asked to respond whether foreign brands are much better in these aspects than their domestic
counterparts. z statistics has been employed to check the level of significance between the differences of mean
values of scores.
4. Scope of study
The study has a tremendous scope. As the Indian markets have been opened up, many foreign companies are gearing
up to penetrate into the Indian markets. Urban markets are already saturated with large variety of products and on
the other side the potential in the rural India is increasing at a very rapid pace. The study will help the overseas
marketers to take advantage of the favorable image that they maintain in both the segments. The study is also of
great use for domestic producers in terms of thinking strategies to combat the effect of ‘foreign made’. Further
studies can be carried out by taking into account the demographic profiles of the consumers and the state of
economic development of the foreign nations.
5. Limitations of the study
The study has few limitations. First limitation is that the sample size is too small to generalize the findings across
the one of the most populous country like India. Second the image effects have not been associated to the
demographic profiles of the consumers. Third the foreign countries have not been classified into categories such as
highly industrialized or newly industrialized nations. In spite of the limitations, the study evokes thoughts that draw
attention of the marketers, particularly belonging to foreign nations.
6. Analysis and Discussion
Overall importance given by both rural and urban consumers to the foreign products against Indian products has
been summarized in Table 1. The data reveal that foreign products are far ahead than Indian products in the minds of
the consumers in terms of style, appearance, prestige, wider choice and quality. Foreign products in comparison to
Indian products have more positive image in the minds of rural consumers than urban consumers in terms of all the
factors studied (Table 2). The differences between rural and urban consumers as regards to image of foreign
vis-à-vis Indian products were found significant in all the factors studied except ‘good style and appearance’ of
foreign brands. The difference was found non-significant in this factor. The differences were relatively less
significant in case of factor – ‘greater value for money’ (Table 3).
The study reveals that both rural and urban consumers had given huge importance to foreign products over domestic
products in terms of all the factors studied. Overall ‘good style and appearance’ was given the highest ranking.
‘Prestige’ and ‘wide choice of size and model’ were given second highest rating overall. ‘Maintenance services’ was
given the lowest rating among all the factors studied. This is probably due to the outsourcing of maintenance
services by the foreign firms with the local firms. Rural consumers had given the highest rating to ‘prestige’ whereas
urban consumers had given the highest rating to ‘good style and appearance’. Urban consumers being style
conscious therefore, probably are relatively less concerned about durability and maintenance services. This is so
because style keeps on changing with time. Rural consumers of Punjab state are very prosperous as compared to the
rural consumers of the other states. With the increase in agricultural output and increase in support prices of the
crops, the income of the rural consumer has increased considerably. Moreover, there are large number of people
from the rural Punjab have migrated to developed nations like USA, Canada, Australia, UK, and Western Europe.
Their family members residing in the rural areas tend to increase their status by demonstrating prestigious products.
Also they are familiar with the foreign products through their family members living abroad who either advice them
to buy a particular brand or buy/present them during their visits to India. Urban consumers in general give greater
importance to style and appearance than other attributes. This is probably due to their tendencies to relate products
with their personalities. Therefore, they prefer to seek these attributes in the foreign products than Indian products as
these help them in displaying their novel and global look.
Rural consumers have given the highest rating to all the factors studied than their urban counterparts in terms of
superiority of foreign products over Indian products. This implies that rural consumers are more attracted to foreign
products than urban consumers. The highest difference was observed in the feature ‘better maintenance services’
followed by ‘technical advancement’ of foreign products than Indian products. The ‘prestige’ of owning foreign
brands, is the third ranked feature where differences between rural and urban consumers existed. However, no
significant difference was observed between rural and urban consumers in terms of their rating to ‘good style and
appearance’. The difference in terms of ‘greater value for money’ was though significant but comparatively lesser
than other factors that differed significantly among these groups. Urban consumers have rated ‘better maintenance

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services’ whereas rural consumers rated ‘greater value for money’ lowest among all the factors. Though the
affordability of the rural consumer has increased considerably, yet they probably find foreign products expensive
and thus rated ‘better value for money’ lowest among all the factors studied. Therefore differences were not
relatively much in terms of ‘greater value for money’.
7. Managerial Implications
As the potential in rural India has tremendously increased, therefore both domestic and foreign products will try to
invade into this segment. The foreign products may find the entry easier as they need not to spend much time and
effort to overcome consumers’ nationalistic attitudes. The rural consumers are already attracted to foreign products
and they are very much familiar about the credibility of these products through their family members living abroad.
These family members living abroad being the source of their money therefore, possess tremendous influential
power on their family members living in India. On the other side the domestic manufacturers will have to put in
stringent efforts to make a breakthrough in their attitude. The Indian firms that are currently competing with foreign
firms and positioning their products on maintenance, technology, and prestige need to either revise their product
positioning or strengthen themselves further in these aspects before entering into rural markets. The companies
focusing on style and appearance will not find any difference between rural and urban consumers’ attitudes towards
foreign products against Indian brands. Thus any firm currently positioning on style and appearance in the urban
market and willing to carry the same image in the rural market need not to change much of its marketing program.
Indian producers for the reason of remained protected over a longer time period neither offered many options to the
Indian consumer nor cared about the intangible aspects associated with consumer durable products. Now with the
increased income of both rural and urban consumer, the bargaining power of the consumer has increased. Therefore,
they have become more style conscious, and seek prestige and variety in products. But it does not imply that there is
no scope for improvement for the foreign players. They are still required to assure Indian consumers (both rural and
urban) that they provide best value for money and offer excellent maintenance services than their domestic
counterparts. This will help them to stay longer. On the other side, the domestic manufacturers may emphasize on
improving maintenance services and providing better value for money to combat favorable image of foreign
products. The increase in income of Indian consumer does not imply that they can throw money on any product. But
Indian producers in the coming times are going to face a very strong threat from foreign brands, particularly in
consumer durable category.
References
Agarwal, S. & Sikri, S. (1996). Country image: consumer evaluation of product category extensions, International
Marketing Review, 13 (4), pp 23-39.
Bhuian, S. N. (1997). Saudi consumers’ attitudes towards European, US and Japanese products and marketing
practices, European Journal of Marketing, 31 (7), pp 291-306.
Cordell, V. (1992). Effects of consumer preferences of foreign sourced products, Journal of International Business
Studies, Vol. 23 (2), pp 251-69.
Crawford, J. C. & Garland, B. C. (1988). German and American perceptions of product quality, Journal of
International Consumer Marketing, 1 (1), pp 63-78.
Doob, L. W. (1964). Patriotism and Nationalism: Their Psychological foundations, Yale University Press, New
Haven, CT.
Ettenson, R. (1993). Brand name and country-of-origin effects in emerging economies of Russia, Poland and
Hungary, International Marketing Review, 10 (5), pp 14-36.
Kaynak, E., Kucukemiroglu, O. & Hyder, A. S. (2000). Consumers’ country-of-origin (COO) perceptions of
imported products in a homogenous less-developed country”, European Journal of Marketing, 34 (9/10), pp
1221-1241.
Kinra, N. (2006). The effect of country-of-origin on foreign brand names in the Indian market, Marketing
intelligence and Planning, 24 (1), pp 15-30.
Klein, J. G., Ettenson, R. & Morris, M. D. (1998). The animosity model of foreign product purchase: an empirical
test in the People’s Republic of China, Journal of Marketing, 62 (1), pp 89-100.
McKinsey (2007). India Consumer (Full Report), [Online] Available:
http://www.scribd.com/doc/47945/McKinsey-MGI-india-consumer-full-report (July 15, 2007).
Papadopoulos, N., Heslop, L. A. & Bamossy, G. (1993). Product Country Images: Impact and Role in International
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Rajan, R. V. (2005). [Online] Available: A Profile Of Rural Consumer,

http://www.anugrahmadison.com/press/press20.html (May 23, 2007).
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Table 1. Overall Importance to Factors of Foreign Products vis-à-vis Indian Products

Factors Mean Standard Deviation

Better Durability 3.76 .767
Technically Advanced 3.96 .695
Wide Choice of Size and Model 4.28 .604
Good Style and Appearance 4.32 .649
More Prestige 4.28 .569
Better Maintenance Services 3.60 .603
Better Quality/Performance 4.14 .532
Greater Value for Money 3.70 .611

Table 2. Rural and Urban Consumers’ Attitudes regarding Foreign Products vis-à-vis Indian Products

Factors Rural Urban

Mean Standard Mean Standard

Deviation Deviation
Better Durability 4.12 .718 3.40 .639
Technically Advanced 4.32 .471 3.60 .699
Wide Choice of Size and Model 4.48 .646 4.08 .488
Good Style and Appearance 4.44 .577 4.20 .699
More Prestige 4.56 .501 4.00 .495
Better Maintenance Services 3.92 .565 3.28 .453
Better Quality/Performance 4.32 .471 3.96 .532
Greater Value for Money 3.84 .618 3.56 .577

Table 3. Difference in Rural and Urban Consumers’ Attitudes regarding Foreign Products
vis-à-vis Indian Products
Factors Difference in Mean z Values
Values
Better Durability 0.72 5.33**
Technically Advanced 0.72 6.10**
Wide Choice of Size and Model 0.40 3.51**
Good Style and Appearance 0.24 1.84
More Prestige 0.56 5.60**
Better Maintenance Services 0.64 6.40**
Better Quality/Performance 0.36 3.60**
Greater Value for Money 0.28 2.30*
** significant at both 0.01 and 0.05 significance levels
* significant at 0.05 significance levels only
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